Social Sales Revolution - Dreamforce 2012

I presented at Dreamforce 2012 in San Francisco on social selling and creating a socially savvy sales rep.

1. The Social Sales Revolution: 7 Steps to Get Ahead 1 Get in The Game Know Your Customer Hangouts Build your Social M arket V alue First Friends, Then Leads Connect With Social Intelligence Tweet-up Your Pipeline Get Together, Sell Smarter The power is in the hands of the buyer Earn credibility and respect to be a recommender - be helpful – trusted advisor 2 3 4 5 6 7

2. 3. Build your Social Market Value A social savvy rep needs to: Join social dialog Build credibility H ave experience K now the industry Be transparent 2 PHOTO BY KEXINO

3. Credibility > Selling 3

4. Case Study: 190,000+ CUSTOMERS 84,000+ SERVERS 4,500+ RACKERS 8 GLOBAL DATA CENTERS 120 + COUNTRIES 60 % FORTUNE ® 100 OF THE WE SERVE OVER Annualized Revenue OVER $1.2 BILLION $$$$ OPEN TECHNOLOGY AT WEB SCALE Choice , flexibility and freedom from vendor lock-in SEAMLESS PORTFOLIO Public Cloud, Private Cloud, Hybrid Hosting and Dedicated Hosting

5. 5 Recommendations Relationships Referrals Sales injects social into the funnel to accelerate deals

6. 6 SEM Trade Shows Online Display Events Webinars Demos Whitepapers Blogs Email Videos SEO Qualified Leads CUSTOMERS

7. Sales 7 Department involvement BEFORE Marketing NOW Marketing Sales

8. 8 THROUGH Decision Consideration Awareness

9. Advise Advise Listen Intro Groups Follow Connect prospect with social platforms prospects and have them follow us to prospects for feedback How we do it

10. Build Content Advise Listen prospects on social media Including case studies, webinars and more

11. We train our sales teams to think and act social

12. Make your sales team: Effective Social Self-reliant 12

13. Our customers and prospects are already there IT Leaders & C-Level use LinkedIn to get their job done – finding information, recommendations, and solutions. % Who Think LinkedIn is a Good Resource for: Base: All IT survey respondents (N = 800). IT Software Study – March 2011 “Do you agree or disagree with the following statements? LinkedIn is a good resource for:” % of respondents who answered “Agree” or “Strongly Agree”.

14. LinkedIn Provides a Connection to Trusted Advice Work colleagues are the most widely trusted source of recommendations. Base: All IT survey respondents (N = 800). % Who Would Trust a Recommendation From: “When deciding whether to purchase a particular software product for your company or institution, do you trust recommendations from the following sources?” IT Software Study – March 2011

15. 15 The Power of Recommendations on LinkedIn

16. Rackspace vs. Company X 554 Recommendations 7 Recommendations

17. 17

18. Professionals recommending Rackspace on LinkedIn work for these companies: 18

19. We failed before we succeeded

20. How we first failed: Our initial approach was too aggressive in scale Mass mandate failed No instant results More planning needed Disconnect: tying social to quotas PHOTO BY ANDERAZ

21. How we succeeded A pilot team that Understood relationships Connected the dots Had patience

22. Key Results